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Frequently Asked Questions
What is a center of influence in M&A deal sourcing?
A center of influence is a professional who regularly advises business owners and can refer acquisition opportunities before they go to market. The most productive COIs for M&A professionals are CPAs, business attorneys, wealth managers, commercial bankers, and insurance brokers who serve mid-market business owners.
How do you build a referral network with CPAs and attorneys?
The most effective approach is providing genuine value before asking for referrals — share anonymized deal case studies, market transaction data, and valuations that make CPAs and attorneys look knowledgeable to their clients. Consistent follow-up over 12-24 months is required; most COI relationships take 1-2 years before the first referral.
How many deals can you source from referral partners?
A well-cultivated network of 3-5 active CPAs and attorneys can generate 5-10 qualified referrals per year. According to IBBA surveys, referral sources account for 20-30% of off-market deal flow for top-performing brokers, making COI development one of the highest-ROI activities in the business.
